Sales Manager- Offsite Events - Chicago

Position Overview

The Offsite Sales Manager is responsible for new business development within an assigned geographic territory with a primary focus on selling events at non-Encore venues.  Responsibilities include new customer outreach, maintenance of existing clients, warehouse communication and alignment, and engagement with Hotel and Global Sales divisions. Travel within the assigned geographic territory as well as active memberships in related professional associations such as CVBs, MPI, PCMA, and any other relevant organizations will be required.

Key Job Responsibilities 

New Business Development

• Develop and execute a prospective customer outreach campaign targeting new business in non-Encore venues.  Mine data sources for live events, identify opportunities, cold call, build relationships, present, close and execute new business. 

• Engage with the local Encore in-venue teams to identify potential offsite business opportunities.

• Work closely with the GSO to enable a seamless customer experience as our GSO customers host events with core technology needs in non-Encore venues.

• Identify and build relationships with non-traditional venues in the assigned geographical markets (e.g. Museums, zoos, corporate offices, brand unaffiliated ballrooms and special event centers) to generate new RFP opportunities. 

• Identify and build relationships with the local meeting planning organizations within assigned territory(s).  Conduct office visits and deliver tailored presentations to create new business opportunities.     

• Work with all Encore business units to increase market share through lead referrals. 

• Increase Encore’s presence within the local market through industry organization participation.  Operate as an Encore Ambassador within the planning community for assigned territory(s)

Sales Management

• Identify customer event stakeholders, decision makers, objectives, goals, challenges, and obstacles.  

• Demonstrate sound customer service, communication, reasoning, and relationship management skills.

• Negotiate terms, conditions, pricing and commitments that increase Encore’s revenue. 

• Leverage internal resources to position Encore as a full end-to-end solution provider when opportunities are identified 

• Actively sell general core A/V and moderately complex offsite sales opportunities.  Escalate complex production level events to the appropriate internal sales channel.  

• Schedule virtual and in-person demonstrations of Encore’s products and services.

• Participate in venue site inspections to build rapport with customers and increase Encore’s visibility as an event technology and production company. Partner with Offsite Events Manager/Project Manager on technical vetting of non-Encore venues 

• Seamlessly turn the business needs of our clients into alignment with the benefits of our products.

• Proudly demonstrate Encore’s audience engagement impact and demonstrable ROI to position Encore as the partner of choice.

• Responsible for managing quotes, proposals, pitches, and RFPs through our sales process, from lead to Event Technical & Financial review to WIN.

• Achieve and strive to surpass quarterly and annual revenue targets including account growth and conversion.

Industry Relations

• Establish relationships through participation and sponsorship of relevant local industry associations such as CVB(s) PCMA, MPI, ISES, and NACE to increase Encore’s presence and market share.

Internal Communications

• Keep CRM up to date to report on all sales process activities, including but not limited to: lead tracking and customer interactions.

• Qualify, Research all web leads in Compass CRM system and respond to customer within 1 business day 

• Facilitate effective communication between Sales, Production, and Operations Departments, including close collaboration with the Customer Service Center, Project Management teams and the Director of Offsite Events for each Region

Job Qualifications

• BS/BA degree or equivalent experience preferred

• Minimum 2 years of sales experience, preferably in the face-to-face meetings industry

• Proven sales record of success against established goals

• Demonstrated excellent customer relationship management skills

• Strong written and verbal communication skills

• Computer proficiency required including MS Office.

• A background in the meetings and live events industry – including events with digital engagement (virtual/hybrid)

• Candidate should be a self-motivated, autonomous individual eager to pursue all potential business

• The candidate should be a driven salesperson with an exceptional eye for detail and creative strategy approach

• Must take pride in providing unrivaled care and attention to customers and prospects

• Is looking for an opportunity to work in a dynamic and entrepreneurial organization that understands the impact of mobile app technology on live events

• 50% travel within assigned market, will travel outside of market as needed. 

Competencies 

Deliver World Class Service

• Hospitality

• Ownership

Do The Right Thing

• Demonstrates Self-Awareness

Drive Results

• Ensures Accountability

See The Big Picture

• Decision Quality

• Manages Complexity

Value People

• Collaborates

Work Environment

Office

Work is performed primarily in an office environment.  Working times may include irregular hours and on-call status including days, evenings, weekends and holidays.  Team members must adhere to appearance guidelines as defined by Encore based in an office environment and when traveling, on an individual venue or a representation of venues in that city or area.

The above information on this description is not necessarily an exhaustive list of all responsibilities, duties, skills, efforts, requirements or working conditions associated with the job.  While this is intended to be an accurate reflection of the current job, management reserves the right to revise the job or to require that other or different tasks be performed as assigned.

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